Channel Business Management

Nutanix enhances channel charter for disties and SIs

The vendor has added more depth to the channel model it launched in the summer Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Banish thoughts of a Christmas slowdown in the recruitment world with plenty going on over the last week in the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Cogeco Peer 1 targeting VAR community

The hosting specialist has identified a group of resellers that it plans to start working with Continue Reading

By

• Simon Quicke, Microscope Editor

Partners the key to unlocking SME sales

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MicroScope: Tech for good

In this issue, read about why CEOs are talking about the positives of technology and why the channel will need to do the same Continue Reading

Commvault channel chief delivering on the vision

Earlier this year Owen Taraniuk talked about how he planned to make life better for partners and change the approach Commvault was taking and he has been true to his word Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another busy seven days in the channel with a few weeks left in the year for some fresh faces to start to make an impression Continue Reading

By

• Simon Quicke, Microscope Editor

Sabio looks East for latest acquisition

Customer experience player makes a second purchase this year adding both technology and a wider geographical footprint Continue Reading

By

• Simon Quicke, Microscope Editor

The IT security skills crisis and the Boniface Dike Test

The security skills gap is well known but as Nick Booth finds out it is not as easy as getting people trained to fill those vacancies Continue Reading

By

• Nick Booth

AWS CEO Andy Jassy highlights untapped cloud growth opportunities for channel partners

AWS CEO Andy Jassy used the Global Partner Keynote at re:Invent 2018 to highlight how helping enterprises migrate to the cloud now could have follow-on business benefits for channel partners for many years to come Continue Reading

By

• Caroline Donnelly, Senior Editor, UK

Spectrami latest to join list of UK VADs

The UAE based channel player is looking to ramp up its activity across Europe with an independent operation opening in the UK Continue Reading

By

• Simon Quicke, Microscope Editor

CAE bosses push forward MBO

The CEO and COO at the channel player have started a fresh chapter in the history of the Cisco gold partner's story Continue Reading

By

• Simon Quicke, Microscope Editor

Combatting deal slippage in the channel

Rene Stuiver, Finance Solutions Manager EMEA, Tech Data has some advice for those facing this channel problem Continue Reading

By

• Rene Stuiver, Finance Solutions Manager EMEA, Tech Data

Disappointing H1 costs Redcentric chief executive his position

Managed service player reacts swiftly to take steps to get the firm back to growth Continue Reading

By

• Simon Quicke, Microscope Editor

SME customers changing before the channel's eyes

Digital transformation is changing the SME customer base according to Ricoh and CIOs are struggling with it finds InterSystems Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another busy few days in the channel with movement across all levels as firms get some fresh talent in while there is still some time to make a dent in Q4 Continue Reading

By

• Simon Quicke, Microscope Editor

Cloudian thanks resellers as revenues climb

Object storage specialist provides commentary on how the first three fiscal quarters have gone and the channel has played a big part in its growth Continue Reading

By

• Simon Quicke, Microscope Editor

Exclusive Group increases cloud training options with Arcitura Education

The distributor has been signed up to provide cloud training from Arcitura Education Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another week brings some fresh faces into senior roles tasked with increasing channel support and sales Continue Reading

By

• Simon Quicke, Microscope Editor

Distribution set for a solid year as growth continues through Q3

A market analysis of how distribution across Europe has fared in Q3 from Context indicates that it has all been good so far in 2018 Continue Reading

By

• Simon Quicke, Microscope Editor

Enhancing the role of the channel essential for the tech industry

Ben Boswell, Vice President for Europe at World Wide Technology (WWT), discusses how vendors and the channel need to work together to ensure outstanding outcomes for customers Continue Reading

By

• Ben Boswell, Vice President for Europe at World Wide Technology

VMware on a journey to rebuild partner programme

The vendor's recently appointed channel chief has shared her plans for rebuilding the firm's partner programme Continue Reading

By

• Simon Quicke, Microscope Editor

Services the area of focus for VMware channel partners

The vendor is keen to make sure that the channel can deliver services around its portfolio Continue Reading

By

• Simon Quicke, Microscope Editor

Silver Peak revamps partner programme

Vendor makes changes in response to partner calls for more predictability around pay-outs Continue Reading

By

• Christine Horton

Tech must be a force for good

VMware CEO shares his belief that the industry has a responsibility to use technology as a positive force in society Continue Reading

By

• Simon Quicke, Microscope Editor

Muller all set for top job at expanding MSP Timico

Former Daisy boss revealed as incoming CEO at managed service player just days after the firm strikes an acquisition Continue Reading

By

• Simon Quicke, Microscope Editor

WDC: The channel needs to view us as a technology company

The storage player has expanded its portfolio over recent years and has more infrastructure products to sell via partners Continue Reading

By

• Simon Quicke, Microscope Editor

Customers want more automation and better data

A global Cisco study has found that customers looking to innovate need to take the pressure off the IT budget by getting better at predicting where problems might occur Continue Reading

By

• Simon Quicke, Microscope Editor

Does the digital services tax idea add up?

 Continue Reading

Peer-to-peer lending growing in popularity

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Microsoft sounds AI warning

Those customers that do not take an interest in artificial intelligence face losing ground and missing out on the benefits Continue Reading

By

• Simon Quicke, Microscope Editor

UK delivers double digit revenue growth for CDW

It has been a good Q3 and a decent first nine months of the year for CDW's operations in the UK Continue Reading

By

• Simon Quicke, Microscope Editor

Weak UK market conditions impact Computacenter's Q3

After a strong first half the third quarter has been more subdued for the channel player Continue Reading

By

• Simon Quicke, Microscope Editor

High street dealers get Budget relief

Chancellor indicates that those struggling with business rates will get help in the face of mounting online competition Continue Reading

By

• Simon Quicke, Microscope Editor

Extreme Networks announces $50m channel investment

Extreme Networks investing in building up its channel after going through a challenging year Continue Reading

By

• Christine Horton

Partners the key to unlocking SME sales

Vendors want to increase SME sales and Billy MacInnes knows that working with the channel is the only way to achieve that goal Continue Reading

By

• Billy MacInnes

Exertis shuffles its management pack

The distributor has made a raft of changes to its management team to support its international ambitions Continue Reading

By

• Simon Quicke, Microscope Editor

Vendors failing to develop a solid channel relationship in danger of losing ground

Those suppliers that fail to deliver the best possible channel experience face losing ground on rivals that are better Continue Reading

By

• Simon Quicke, Microscope Editor

Peer-to-peer lending growing in popularity

P2P is an option that more in the channel are taking a look at as an alternative source of finance Continue Reading

By

• Billy MacInnes

Skills gap causing issues for both employers and staff

Research from both CompTIA and Ingram Micro shows how the skills issue is impacting both those running IT firms and those wanting to work for one Continue Reading

By

• Simon Quicke, Microscope Editor

CompTIA: Channel leaders must have one eye on the future

The industry organisation has used its UK community event to talk of the need to look to the future as well as the present Continue Reading

By

• Simon Quicke, Microscope Editor

Exceptional market conditions boost Softcat

Chanel player reaches revenue milestone and heralds strong 2018 with a slight note of caution about what lies ahead Continue Reading

By

• Simon Quicke, Microscope Editor

SMB the focus for Lenovo's fresh UK channel boss

Even after a few days it has become clear to Lenovo's UK channel boss that the firm's commitment to working with partners to reach the small business market will remain a priority Continue Reading

By

• Simon Quicke, Microscope Editor

Equinix looks to take channel revenues past 20%

The data centre specialist has been working with the channel to increase its enterprise market share and wants that to continue Continue Reading

By

• Simon Quicke, Microscope Editor

Exertis plugs Hoover into electricals operation

Plans to grow its position in the small domestic appliance market have been given a boost with the signing of household name Hoover Continue Reading

By

• Simon Quicke, Microscope Editor

Channel focus paying off for Agilitas IT Solutions

The firm has seen a focus on a channel vision has been one of the major contributors to a decent rise in revenues Continue Reading

By

• Simon Quicke, Microscope Editor

Spiceworks: Europe leads in emerging tech

Europe adopting emerging tech in response to GDPR and rising cybersecurity threats Continue Reading

By

• Christine Horton

Services the key to fending off the Amazon Business threat

The retail giant might hoover up the transactional business but those resellers that can provide services will have more chances of retaining customers Continue Reading

By

• Simon Quicke, Microscope Editor

Lenovo pledges to fix channel process issues

The vendor came in for some criticism at the Canalys Channels Forum but responded by vowing to fix the problems in the next six months Continue Reading

By

• Simon Quicke, Microscope Editor

A hard Brexit would hurt distribution

Canalys boss Steve Brazier paints a grim picture of how a hard EU exit could impact the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Spiceworks using AI to matchmake customers and partners

Spiceworks has unveiled AI capabilities to directly connect tech users with MSPs Continue Reading

By

• Christine Horton

Does the digital services tax idea add up?

An idea that emerged at the recent Conservative Party conference has sparked some thoughts from Billy MacInnes Continue Reading

By

• Billy MacInnes

Channel tensions rising

Competition and strained vendor relationships highlighted as concerns at Canalys Channel Forum Continue Reading

By

• Simon Quicke, Microscope Editor

Online retailers posing threat to distribution

Fears about the likes of Amazon eating into channel revenues are well-grounded according to Context research Continue Reading

By

• Simon Quicke, Microscope Editor

Brexit could hit enterprise investment plans

Deloitte's latest quarterly quizzing of the CFO community makes sobering reading for those hoping that the good times will keep rolling Continue Reading

By

• Simon Quicke, Microscope Editor

PRM a tool to identify next gen partners

Gut feelings might have helped channel managers make decisions in the past but technology should make it easier and more precise Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Tap into wearables

An issue looking at opportunities in virtual reality, health and fitness give the channel a clear run for wearable technology Continue Reading

CensorNet makes return to distribution

Security player decides the time is right to return to a two-tier model in the UK channel space Continue Reading

By

• Simon Quicke, Microscope Editor

Kaseya CEO reveals 2019 IPO plans

MSP platform vendor Kaseya talks IPO, acquisitions and developing home-grown products Continue Reading

By

• Christine Horton

Does the IT industry think diversity and Dyslexia Awareness is just for one week in October?

Amazon, the Prince’s Trust and Nuance all do their bit to make the IT industry more accessible. But is there really a diversity dividend wonders Nick Booth Continue Reading

By

• Nick Booth

DCC heralds impact of acquisitions on profits and makes another one

The owner of Exertis has updated investors on how its first fiscal half has gone with acquisitions making an impact on the bottom line Continue Reading

By

• Simon Quicke, Microscope Editor

Co-founder Dobson departs Cloud Distribution

The time was right for Scott Dobson to leave the firm he founded in 2009 for new ventures Continue Reading

By

• Simon Quicke, Microscope Editor

Cisco EMEAR svp talks digital transformation and channel opportunities

The networking vendor has promoted its EMEAR partner boss into an svp position covering the region Continue Reading

By

• Simon Quicke & Alex Scroxton

Nadella calls for more 'tech intensity'

It's an idea that the channel will have little argument with, that customers need to adopt and build the latest technology Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

What do Lenovo, NTT Security, Redstor and Red Box, to name a few, have in common? They have all recruited some fresh faces this week Continue Reading

By

• Simon Quicke, Microscope Editor

Rubrik emphasises competencies with global partner programme

Backup and data protection specialist launches first global partner programme with plans to reward those partners that gain certifications Continue Reading

By

• Simon Quicke, Microscope Editor

The need to keep women from falling out of the IT world

The discovery that women often fall into IT is one that got the attention of Billy MacInnes who hopes that more can be convinced to stay Continue Reading

By

• Billy MacInnes

SonicWall flags firewall upgrade opportunity

The security vendor has used its partner event as a forum to encourage resellers to talk to customers using ageing technology Continue Reading

By

• Simon Quicke, Microscope Editor

Could YouView save our home from surveillance marketing by the Big Browser brigade

The IoT-connected home is becoming a location for commercial opportunities for the channel finds Nick Booth Continue Reading

By

• Nick Booth

MTI cranking up services revenues

The channel player has shared its first set of numbers since it was taken over by Endless last year Continue Reading

By

• Simon Quicke, Microscope Editor

Commvault reveals EMEA distribution rationalisation

Commvault evaluating distributor relationships as part of sweeping changes to channel organisation Continue Reading

By

• Christine Horton

Context: Channel enjoys growth in H1

The analyst house has shared the headline findings from its extensive channel survey and found that distribution in particular is in rude health Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

A fair few appointments have caught the eye with quite a lot of shuffling at the very highest levels of management in some cases over the past week Continue Reading

By

• Simon Quicke, Microscope Editor

CompTIA flags emerging tech the channel needs to get to grips with

The industry organisation has shared the top ten emerging technologies that are set to have an impact on the channel and users Continue Reading

By

• Simon Quicke, Microscope Editor

BlackBerry building partner base and working with Check Point

The software firm has used its Security Summit in London to outline channel growth and reveal an ISV relationship with Check Point Continue Reading

By

• Simon Quicke, Microscope Editor

Veeam cranking up public sector focus

One of the areas the vendor is looking to put the time in is around helping partners sell into the public sector Continue Reading

By

• Simon Quicke, Microscope Editor

Clear Licensing Campaign turns the focus on maintenance contracts

Customers are often paying maintenance without giving it much thought and as a result could be spending too much Continue Reading

By

• Simon Quicke, Microscope Editor

Dell EMC launches Enterprise Preferred Channel Programme

 Continue Reading

Knowledge and speed the key to a channel chief's first 180 days

A guide to those looking to make an impact at a vendor in the channel management role has some advice about what to do in the first few months Continue Reading

By

• Simon Quicke, Microscope Editor

Looking overseas through Brexit tinted glasses

The idea that UK resellers want to expand internationally caught the interest of Billy MacInnes who found that Brexit was having an impact on those dreams Continue Reading

By

• Billy MacInnes

Rackspace ramping up channel business

The cloud player has been looking to ramp up its channel over the course of this year and those efforts are continuing Continue Reading

By

• Simon Quicke, Microscope Editor

Many in the UK channel looking at international expansion

The idea of setting up a bridgehead overseas appeals to a fair few people in the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Veritas reveals channel’s role in growth strategy

The vendor is “on a mission” to drive channel sales in midmarket and enterprise Continue Reading

By

• Christine Horton

Tomlin in at Dell to run UK channel

The distribution veteran has been given the chance to make an impact at the vendor replacing Sarah Shields after she moved to a European role Continue Reading

By

• Simon Quicke, Microscope Editor

Canalys: Vendor's beware partner programmes don't lose relevance

The analyst house has found that more resellers are reporting issues with the programmes that they are offered by vendors Continue Reading

By

• Simon Quicke, Microscope Editor

Computacenter expands European footprint with Misco buy

Misco's operation in the Netherlands becomes part of the Computacenter family after the UK player expands its European reach even further Continue Reading

By

• Simon Quicke, Microscope Editor

Multi-cloud the theme at VMWorld

An acquisition and some partner programmes have underlined the commitment of VMware to carve out more share in the multi-cloud market Continue Reading

By

• Simon Quicke, Microscope Editor

DataDirect Networks keeps the Tintri channel going

Billy MacInnes is impressed with the proactive channel approach being taken by DDN Continue Reading

By

• Billy MacInnes

Computacenter delivers more market cheer with strong H1

The firm's investors are getting used to the channel player providing them with decent revenue growth Continue Reading

By

• Simon Quicke, Microscope Editor

The hidden costs of doing business with vendors

Technology is starting to shed light on more of the mechanics of how the channel works with vendors and Nick Booth finds out about one of the latest offerings Continue Reading

By

• Nick Booth

Silver Peak increases SD-WAN support for partners

The vendor has rolled out a programme that will provide those looking to get to grips with SD-WAN with training and certification Continue Reading

By

• Simon Quicke, Microscope Editor

Peach and Getronics add to summer of consolidation

Peach IT and Getronics have both struck acquisitions adding to a growing list of deals that have been made over the last few weeks Continue Reading

By

• Simon Quicke, Microscope Editor

CompTIA issues mixed channel report

The industry group has found that the channel is facing some constraints in its mission to grow Continue Reading

By

• Simon Quicke, Microscope Editor

Vendors under pressure to generate better channel data

The information that a lot of vendors have around rebate, MDF and marketing programmes is nowhere near as good as it should be Continue Reading

By

• Simon Quicke, Microscope Editor

Shouting over the gender gap

Things are being done but the shouting over the gender gap is far from over says Billy MacInnes Continue Reading

By

• Billy MacInnes

Dell EMC launches Enterprise Preferred Channel Programme

Dell EMC take collaborative approach to channel enterprise sales with new programme Continue Reading

By

• Christine Horton

Channel roundup: Who's gone where?

Summer holidays might be in full swing but that does not stop the channel appointments coming thick and fast Continue Reading

By

• Simon Quicke, Microscope Editor

NTT bringing comms, security and Dimension Data together

The Japanese based firm hopes that by bringing its various operations under one roof it can pitch harder for digital transformation business Continue Reading

By

• Simon Quicke, Microscope Editor

Nutanix says fresh programme will benefit more partners

Nutanix drops ‘one-size-fits-all’ programme and rewards partner investment over revenue targets Continue Reading

By

• Christine Horton

Users feel restricted by vendor contracts and tech choices

There seems to be a gap between the vendor ambitions to make everything simple and what is happening on the ground Continue Reading

By

• Simon Quicke, Microscope Editor